Negotiating the terms of engagement: How institutions of higher education and the major gift benefactors who provide support to them work with one another

TL;DRAbstract

Particularly in unstable economic environments, institutions of higher education may seek new or increased revenue streams to make up for shortfalls from traditional sources of funds including tuition payments, government appropriations, and investment returns. Seven-figure philanthropic gifts can represent an important path to a college's financial prosperity. Therefore, a significant issue for higher education leaders to consider is how colleges and universities work with the major gift benefactors who provide support to them, particularly with respect to commitments of a million dollars or more. The inquiry here centers on how presidents, vice presidents for advancement, and front-line fund-raisers identify and seek to manage the expectations of major gift benefactors who provide support to colleges and universities. To study the phenomenon, a qualitative case study analysis was conducted at three private institutions. Each institution's president and senior advancement professional

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